Award in Sales and Negotiation

MQF Level 4 CPD Award

Starting Date To Be Announced

Target Audience

This training course is ideal for individuals seeking a career in sales and business development and for professionals already working in sales who would like to train themselves further to become more successful in sales and business development.

Accreditation and MQF level

A CPD Award accredited with 4 ECTS credits (MQF Level 4) by the National Commission for Further and Higher Education (NCFHE) in Sales and Negotiation will be presented to delegates who successfully attend all modules and obtain a minimum pass in the relative assessment.

The course will be assessed via oral tests and a home assignment.

Course Duration

To be announced.

Entry requirements

School Leaving Certificate

Overall Course Objectives

Understand and describe the buying, sales and negotiation processes

Manage sales and negotiations effectively with confidence and with a clear strategy to reach intended outcome/s

Appropriately apply influencing and persuading skills and techniques during the selling and negotiation processes

Deal effectively with difficult buyers and overcome common objections to the sale

Produce effective value propositions and sales presentations

Generate more leads through effective networking

Course Outline

Module 1: Interpersonal skills and communication

Dates: TBATime: TBAECTS credits: 1Trainer: Joe Gerada

Learning Outcomes:

At the end of the module/unit the learner will be able to:

Understand what interpersonal skills are and their relation to sales and negotiation

Appreciate what their developmental needs are regarding interpersonal skills

Understand how interpersonal skills can work for you in sales

Identify which interpersonal skills one would best need to develop to become a good sales person

Understand what type of trigger behaviour give rise to what kinds of response behaviour

Know about predictable behaviour and how to identify the triggers and responses

Be familiar with the concepts of influencing

Know about the effect that body language has on communication especially during the sales and negotiation process

Understand the effect of subtle influencing in sales and negotiation

Know what irritates people during a sales conversation

Module 2: The Art of Persuasion

Dates: TBATime: TBAECTS credits: 1Trainer: Joe Gerada

Learning Outcomes:

At the end of the module/unit the learner will be able to:

Be familiar with the fundamental concepts of persuading

Understand the techniques of persuading and how they differentiate with influencing

Understand when it is best to apply persuading skills

Understand the real power behind persuasion

Know how persuasion may be perceived by others

Understand assertive behaviour

Know what manipulation is in the context of persuasion

Understand the factors of self-control

Module 3: Negotiation Skills and Techniques

Dates: TBATime: TBAECTS credits: 1Trainer: Joe Gerada

Learning Outcomes:

At the end of the module/unit the learner will be able to:

Be familiar with the fundamental concepts of negotiating

Understand the techniques of negotiating

Understand what bargaining power is

Be familiar with giving and receiving feedback during a negotiation

Be familiar with trading

Know what fallback position is

Know what BATNA is

Understand the cost – value matrix model

Know what manipulation is in the context of negotiating

Understand of the importance of negotiating for a win-win outcome

Be familiar with giving and receiving feedback during a negotiation

Module 4: Selling like a PRO

Dates: TBATime: TBAECTS credits: 1Trainer: James Grech

Learning Outcomes:

At the end of the module/unit the learner will be able to:

Describe the fundamental needs of customers

Describe the concept of Value

Describe and analyse the components of the buying process

Describe and analyse the components of the sales process and sales cycle

Define the term ‘Qualifying a Sale’

Apply effective strategies to overcome sales objections

Qualify sales leads efficiently and effectively

Manage effectively the sales process from beginning to end

Ask for the sale and close the sale process at the right time

Deal effectively with difficult buyers

Pass through gatekeepers efficiently

Overcome common objections to the sale

Produce excellent value propositions and presentations

Generate more leads through effective networking

Trainers

James Grech

James Grech graduated with a Bachelor of Business and Commerce Degree in 2001 and later on obtained the Accountancy (Honours) degree from the University of Malta in 2003. James is Certified Public Accountant and holds a Practising Certificate in Auditing issued by the Ministry of Finance in Malta. He is also qualified as Certified Information Systems Auditor (CISA) and member of ISACA. James is also a member of the Institute of Internal Auditing (US), and is a Certified Internal Auditor (CIA). The CIA is the only internationally accepted certification designation for internal auditors and is the standard by which individuals demonstrate their competence and professionalism in the internal auditing and Management Consultancy field.

James is a renowned Business Consultant and Management/Business trainer and conference speaker in Malta and is also founder and Managing Director of LEAD Training Services, one of Malta’s largest professional training Institute licensed by the Malta National Commission for Further and Higher Education (NCFHE).

Joe Gerada

Joe Gerada is currently a free lance Management Consultant and CIPD trainer. He is also the Chairperson of the Foundation for Social Welfare Services that manages the major Government’s social work agencies. He held CEO positions in a number of State organizations including the ETC, APPOGG and Sedqa as well as senior positions in the private sector namely; CEO of the Foundation for Human Resource Development and was also the first Group HR Manager of Island Hotels Group. He is active in the volunteer sector and is a board member of a number of voluntary organizations.

He holds a Masters’ degree in Mediation from the Istitute Universitaire Kurt Bosh Switzerland, a diploma in Applied Social Studies from the University of Malta and management certificates from Cranfield University UK and the School of management of the University of Singapore. He is a fellow member of the Chartered Institute for Personnel Development UK and an accredited Management Trainer from CIPD.

Joe Gerada has delivered HR consultancy and training to leading business enterprises in Malta as well as organisations in the public and voluntary sectors. He also delivers training in other countries namely; Austria, Switzerland, UK and Dubai.

Testimonials

After working for 15 years in the catering industry I felt a change was needed. Finding a job was getting harder everyday but with the help of LEAD Training Services I managed to get qualified and switch my career. I would recommend LEAD Training Services to anyone who wants to switch or improve career. They are amazing!Glenn Camilleri,
February 2017

This course will be opening soon. Please register your interest by clicking the button below.

Price:

T.B.A

To Be Announced

Frequently Asked Questions

What is a CPD Award?

A CPD Award is an academic recognition accredited by the National Commission of Further and Higher Education (NCFHE) and part of the European Credit Transfer System (ECTS). A CPD Award is level rated in line with the relevant Malta Qualifications Framework (MQF) and the ECTS credits obtained from this course can be accumulated with ECTS credits obtained from other accredited courses with the same MQF level.

I’d like to attend this course but the dates or/and times are not ideal. What can I do?

If the times isn’t right, you can register your interest here and please also explain the ideal time period for you so we can consider this when we plan the next course intake and be able to keep you posted.

I am not sure whether I have the minimum entry requirements for this course.

Please contact us via email or phone and discuss your concern with a member of our Admissions Team. You will then be guided accordingly on whether you qualify to participate in this course or not.

Do I need to sit for an examination or other form of assessment to obtain the CPD Award and relevant ECTS credits?

Yes, in order to obtain the CPD Award you are required to successfully complete an assessment which can take the form of a written examination or a home assignment as the case may be. We do offer resits if you fail your first attempt.

I am about to register online for this course. Do I need to make an online payment and when will my enrolment be confirmed?

Payment is not required to be made during your online registration although registration entails an obligation to pay following receipt of an invoice. We have a cooling down period 14 days during which you can cancel your registration without incurring a cancellation penalty. However please read carefully the terms and conditions before ticking that you agree with them as there is a clear cancellation policy which we do enforce. Following your online registration, a member of the LEAD Admissions Team will contact you by email (within 24 hours) to confirm that your registration was received and to complete the registration process.

In which countries will my certification be recognised?

LEAD Training Services is a licensed Higher and Further Education Institute by the National Commission of Further and Higher Education (NCFHE). Our courses are all accredited by the NCFHE as CPD Award with relevant MQF Levels and ECTS Credits which allow our courses to be recognised in Malta and within the European Union.

Can I pay the course fee by instalments?

LEAD Training Services believes that financial limitations should not restrict a person from studying and achieving academic goals. Get in touch with us and we will find a suitable payment terms option which can fit within your financial situation.

What is the Get Qualified Scheme and how to apply for it?

Individuals who successfully achieve certifications of a course programme approved by the Get Qualified Scheme administered by Malta Enterprise, benefit from 70% (as income tax refund/credit) of their course fees back. The LEAD Training Admissions team guides students through the whole process – hassle free.

Who We Are

We are a team of specialists passionate about our work and with a common ambition to share learning experiences with people in the business community and civil society.

Under the brand name LEAD Training Services, our team has attracted an impressive pool of professional trainers from different areas of business and different geographical locations.

This makes us the only professional training organisation in Malta that can offer cutting edge training programmes across a broad spectrum of topics. We do not believe in one-size-fits-all training programmes and in line with our belief we customise our programmes to our individual customer’s needs.

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Our LatestNews

On the 9th February 2018, LEAD Training Services held its annual Award Ceremony at the Xara Lodge in Rabat. Present for this event were over 300 students who attended LEAD’s accredited professional short courses during 2017 and successfully achieved their CPD Award Qualifications.

Special guests for this ceremony included the Mr. Martin Borg, and Educational Management and Quality Control expert Mr. Paul Gauci Executive Head of BOV Training Centre and trainer with LEAD Training Services. All of these, together with Mr James Grech Managing Director of LEAD Training Services delivered short speeches during this event. …read more »